Randy MacLean, President — WayPoint Analytics
•customer demographics •WayPoint Analytics •efficiency •efficiency metrics •activity-based costing •business analytics •Randy MacLean •whale curve •customer analysis model •optimizing operations
Wednesday, October 14, 2020—Everybody needs analytics but much how time or expertise can you spend on generating the numbers? Assuming you've freed up the right resources, do you even know what you are looking for? And will the reports lead to actionable profit gains?
In this webinar, Randy MacLean, founder of WayPoint Analytics, will brief you on the do's and don'ts of total-costing endeavors and will show you that there are options to fast track results.
For more information about Randy MacLean, visit: www.waypointanalytics.net
The 5 Things Customers Want (brief)
The 1st of 3 lists defining the markers of Distribution companies outpacing their peers.
An Analytical Boost to Service Excellence
Bruce Merrifield and Randy MacLean discuss the handful of key customers in your business, and how to keep them happy and loyal.
Beyond Business Intelligence
Randy MacLean explains the differences in business intelligence systems, and how to know what you're getting with each kind.
2020 Q4 Brief - Exploiting / Optimizing the Recovery
2020 Q4 is the time companies can take great leaps in market position, actively shaping their competitive landscape for years to come.
Staying Effective in the Changing World of Sales
The top business know not only how to innovate, but where to spot opportunities where innovation will bring the greatest results.
LIPA: Prophet of Customer Needs
See how implementing LIPA can give you the bandwidth to be more accommodating to your customers with analytics-based service excellence
Getting a Deeper Understanding of Costs
Randy MacLean and Bruce Merrifield of WayPoint Analytics discuss different levels of cost analysis, and why deeper analytics can bring much greater benefits.
Customer triage is key to profits in Distribution. Randy MacLean share the key elements of costing required to help you assign the right service level.
Profit Value-Based Customer Segmentation
Randy MacLean and Bruce Merrifield of WayPoint Analytics discuss profit value-based customer segmentation.
The Advantages of Segmentation
A discussion of the benefits of segmentation and how this approach can help distributors achieve far greater levels of profitability.
Gross Margin Percent: A Poor Indicator of Profitability
Most distributors have naturally occurring, high gross margin percentage accounts and high gross margin percentage (small dollar pick) SKUs.
Discussing the Enterprise Account Selling Model (#3)
Continuance of the Enterprise Account Selling Model video series. Refers to a preceding video. Drawn from Bruce's presentation at APIC on March 1, 2016.
Looking at a Customer Whale Curve
Customer whale curves are a great opportunity to view the overall picture of your customer profitability and apply appropriate sales models to each
Cost-to-Serve Math: Why Gross Margin May Fool You Every Time
This video by Bruce Merrifield and Randy MacLean describes why you can't rely solely on gross margin to determine profitability.
Working on Your Best Accounts
What to do with your top accounts.
A WayPoint Client and Whale Curve Success Story
Learn how this distributor was able to massively ramp up its profitability even as it lost many of its customers.
Cost Structures: What Makes for a Good Sale?
Learn why distributors can't simply rely on gross margin when determining whether a sale will add to the bottom line.
Why You Should Be Optimizing Inventory
Randy and Bruce explain why it's important to optimize inventory in the same way you optimize personnel and other resources toward the best profit opportunities
Using WayPoint's High Volume Account Report to Increase Profit
Randy discusses the benefits of the extraordinarily valuable High Volume Account Report.
How Customer Segmentation Unlocks Hidden Profits
Bruce Merrifield of WayPoint Analytics teaches the importance of customer segmentation and the insights it can offer your distribution company.
Getting Results with a Customer Audit
Getting Results with a Customer Audit
Making Money by Giving Away Product
Bruce Merrifield and Randy MacLean discuss profit strategies for wholesale distributors that will raise their cost-to-serve and profits.
Webinar: How to Create a Sales Compensation Plan (pt 2)
Webinar: Quantum Sales Compensation Plan Part 2
Webinar: How to Create a Sales Compensation Plan (pt 3)
Webinar: Quantum Sales Compensation: Designing Your Plan